Monday, September 29, 2008

Rainmakers Make Housecalls

Easily the most effective, usually immediate way to get new legal business is to get more business from the clients you already have. The best way to do that- visit your clients at their place of business. This strategy bears fruit repeatedly in an attorney's dual role as their law firm's marketing consultant, and in the practice of law.

Face time with current clients is the number one tip of many legal marketers. So, why don’t more lawyers do it?

I know many rainmakers who do believe, as well as many consultants, including Tom Collins and Michelle Golden, both of whom have recent posts on the subject. They cite a survey conducted by John Remsen of the The Remsen Group. John’s November 2006 reader survey (with 138 responses) found that visiting clients was the most effective marketing tactic according to 59% of respondents. In second place was “organizational activity” (12%) and third, “firm-sponsored seminars” (9%). Not the most scientific survey, but impressive nonetheless.

Now, do you believe me? You will, if you give it a try.

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